Cold calls, warm calls, social media, e-mail, snail mail……so many ways and so little time to connect to others. In this four part series, we’ll discuss some basic information inspired by a roundtable I was a part of through Top Sales Experts today.
It made me think about how there are no “right” ways to prospect unless you have been in your niche and totally understand it for a long time. But even then, it doesn’t mean that you are set with a “right” way – because new technology and new tools are available.
First things first: Do a couple of exercises if you haven’t done these for a while. Who is your best “probable” prospective customer? Where does this prospective customer go online and in-person? Who are candidates as strategic referral partners to these folks?
Tomorrow I’ll give a couple of examples – through social media and through the phone, of companies who find their prospects where the prospects want them to.
Secondly – how do you make connection to someone who is more probable to do business with than not? By this, I mean that from your knowledge of your products, your services, and their business model that there may be potential for you to help them. You don’t know this for sure, but it is a suspicion. This means that they are not from a list of people to call – but that you have done some research.
Once you know who is probable – it is all in your communication style, no matter what medium you use. If you can be introduced through someone else, you can make a warm introduction – which can be quicker and easier than a cold one. However – cold calling works and don’t let anyone fool you that it doesn’t.
Do you have two lists completed? One is of probable prospective customers and the other is of probable strategic alliance partners. Get that done, and check in tomorrow for more on how to prospect successfully.